Selling air is not my favorite part of the job, but it enables me to offer a full range of services to my customers.

While not all agents sell air these days, learning how to do it can enhance your success when working with your luxury clients. If you don’t use the GDS, the first step is to check with your host agency to see if it offers a program on selling air.

Although luxury clients have preferred carriers, they will often ask about other options to ensure they are getting the best price, routing and seating. It is our job to show why a particular carrier or routing is best in each situation.

I’ve learned about the different long-haul aircraft available through most major carriers. I have become familiar with the classes offered by the major domestic and international airlines—in particular first and business classes. I also make sure I have easy access to information about the number of seats in first and business classes as well as the total for the plane.

First- and Business-Class Amenities

Time spent learning about first- and business-class amenities on a wide range of carriers is time well spent.

I was working with a client who wanted to book a late-night Amsterdam-JFK flight. The carrier offering the late-night flight uses a 747 with a 2x2 layout, which I didn’t think my client would like. So I also offered her an earlier flight with the same carrier but on a new 787 with a business configuration of all aisle seats—and we booked the earlier flight simply because of the seating.

Finding the Best Fares

Price also plays a role, even with luxury clients. I priced flights for clients who were traveling to Africa for a safari. Their preferred carrier was over twice the price of another airline with an excellent business class product. The flights departed and arrived at the destination around the same time. They chose the carrier with the better price, as there was no significant difference between the carriers’ products.

I also chat with airline representatives who often know their own product, as well as those of their major competitors.

Learning about the various carriers and the services they offer is time-intensive but helps establish a wonderful relationship with clients.

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